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  • SALES INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Ways Marketing Can Help Sales Succeed
    Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , where she provides creative, practical, sales-driven integrated inbound marketing and strategic planning services to software, technology, manufacturing, professional services firms, and other industries.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 16, 2013
    [Sales] Sales Tips from Dwight Schrute
    NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Not only did we make the sale, but there is now far less goat feces in our wheat.”. Get focused.”.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 27, 2016
    [Sales] Debunking myths around sales videos for business
    Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle.  Real-world examples of businesses using video to increase sales. The types of videos to use in each step of the sales process.
  • PUZZLE MARKETER  |  TUESDAY, JUNE 12, 2012
    [Sales] Pinterest Drives Ecommerce Sales [Infographic]
    According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
  • GREAT B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Sales] The Marketing and Sales Gap of Disappointment
    Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].
  • MARKETING ACTION  |  WEDNESDAY, JANUARY 28, 2015
    [Sales] Sales Alignment: Put Theory Into Practice
    Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. For its critics, that’s all it remains. Or does it?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
  • VIEWPOINT  |  TUESDAY, MAY 10, 2016
    [Sales] 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Sales measures itself on revenue generated (and sometimes margin). Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 17, 2015
    [Sales] AG Salesworks Launches Sales Development Certification Program
    The AG Salesworks brand represents predictable, efficient, positive, and impactful sales development. December 17, 2015 – AG Salesworks , the industry’s first sales development certification offering designed to better serve and educate sales development professionals, today announced the availability of its training curriculum.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] 3 Tips For Junior Inside Sales Reps To Command Sales Calls
    I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. Cha-ching! Happy to help.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 27, 2015
    [Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
    Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
  • SALESPREDICT  |  TUESDAY, JUNE 21, 2016
    [Sales] Deliver More Sales Qualified Leads Using Predictive Intelligence
    One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality).
  • BUYER INSIGHTS  |  FRIDAY, MAY 3, 2013
    [Sales] New Perspectives On Sales Success – Research From RAIN Group
    New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling
  • TYPE A COMMUNICATIONS  |  TUESDAY, AUGUST 11, 2015
    [Sales] How to Get Sales to Use Your Marketing Content
    So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
  • ANNUITAS  |  THURSDAY, JANUARY 28, 2016
    [Sales] Heads Up Sales…Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 7, 2013
    [Sales] Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace
    Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 28, 2013
    [Sales] Sales Prospecting For Minutemen
    Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
  • ACT-ON  |  TUESDAY, JUNE 7, 2016
    [Sales] How to Use Interactive Quizzes to Make Your Sales Team Smarter
    But to turn interactive content into a powerful weapon for your sales team, you need to get sales more involved. On the sales front, you know some of the basic information about the prospect, including a few demographics, from the form they submitted. Sales Has Great Content Ideas Too. But that’s all fun and games stuff.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] 7 Techniques to Stay Optimistic During Your Sales Superbowl
    B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Sales development reps can move along in their day like a football player moves along on the field. Sales Motivation Optimism Handling Sales Objections B2B Sales Success
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Sales] How to Shorten the B2B Sales Cycle
    If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? So why are B2B sales cycles getting longer? 
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Hit our web site.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • DISCOVERORG  |  FRIDAY, JULY 15, 2016
    [Sales] The Human Element of Sales and Marketing
    This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken.  In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization.
  • SALESFUSION  |  TUESDAY, APRIL 1, 2014
    [Sales] Social Media for the Sales Department
    The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! What Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • THE ROI GUY  |  THURSDAY, JUNE 6, 2013
    [Sales] Which One: Sales Skills or Sales Tools?
    It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. So what''s it worth for you to pay attention to this critical balance between Sales Skills and modern Sales Tools? No way. No way.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 8, 2011
    [Sales] What Sales REALLY Needs From Marketing
    Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. Jill Konrath. As a result, 1/2 of salespeople did not make quota last year.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 23, 2014
    [Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
    Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers:   1) Get the person on the other end to LIKE you. Sales won’t cut it.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Sales] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Many inside sales reps are bogged down and can become overwhelmed by their sales calls.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] The Evolution of the Sales Role
    Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Steps to Building Value So The Sale Closes Itself
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • SALES ENGINE  |  THURSDAY, APRIL 7, 2016
    [Sales] Is sales and marketing alignment just a buzzword?
    Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword. Sales Enablement
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • STORIES THAT SELL  |  THURSDAY, FEBRUARY 10, 2011
    [Sales] 8 Traits of Sales-Win Stories
    Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Many companies create sales-win success stories to document what was behind a particular sale. Who did sales reps talk to?
  • ACSELLERANT  |  MONDAY, MARCH 24, 2014
    [Sales] Attention is Your Most Precious Sales Asset
    Picture yourself in front of a prospect giving an initial sales presentation. As you begin, they’re focused on what you’re saying. Business Story Marketing Visual Storytelling b2b video content marketing
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Hire High Performance Sales Teams # 2
    Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 23, 2013
    [Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
    Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.].
  • VIEWPOINT  |  FRIDAY, JUNE 10, 2016
    [Sales] The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. summary: 1.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 10, 2011
    [Sales] 10 of the Best Sales Sites
    As a social marketing associate at InsideView , I like to spend my morning gathering the best sales content to dish out throughout the week. Part of our mission here is to give our fans and other audiences the best sales knowledge they need to get the job done. Your Sales Playbook. 3. The Sales Hunter. 5. Sales Du Jour.
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Sales] Sales Ready Leads: Quality vs. Quantity
    Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. As David Greenberg, Sr. Quality Vendor. Cancel/Reject Rate.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Sales] When Sales “Intelligence” is Actually Sales Interruption
    Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. Marketing Automation Sales
  • CMO ESSENTIALS  |  MONDAY, JANUARY 4, 2016
    [Sales] Sales Playbooks: Taking the Guesswork out of Sales Enablement
    The days are long gone — or they should be — when contemporary sales professionals are sent into the field of business battle without proper training, messaging, or content that they can personalize for each buyer interaction. Figure 1: Business Pressures That Spark Sales Enablement Initiatives: It’s All about That Friction. Why Now?
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 15, 2011
    [Sales] The Invisible Sales Rep
    To read the original post, please visit:  The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? They wanted my opinion as to which areas of their sales strategy and tactics need to have a new focus. Average #  of LinkedIn connections per Sales Manager/leader:  307.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 12, 2012
    [Sales] The Sales Manager that Does It All…
    The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.  The sales manager only plans the training. Nothing can be further from the primary goal.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Sales] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • SALESFUSION  |  MONDAY, MAY 19, 2014
    [Sales] The Perception of Sales and Marketing Alignment from the Executive Level
    The post The Perception of Sales and Marketing Alignment from the Executive Level appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Lead Nurture Sales CRM Techie Stuff [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"].
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Sales] Blogging Leads to Sales
    Some companies use blogs less as a sales tool and more as a personality disseminator. Getting a press release out into the media can be a much more daunting task then publishing a quick post announcing the release of a new product or the hiring of a new sales person. How does blogging increase sales? What is a blog? Good luck!
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • SALES INTELLIGENCE VIEW  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] 25 Influential Leaders In Sales
    Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of sales.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 3, 2013
    [Sales] Sales Leaders, Bring Out Your Inner Cowboy
    Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. After my training, I thought about my conversations with similar “Status Quo” VPs of Sales. It boggles my mind that a VP of Sales can also be caught in the limbo of indecision.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Sales] Five Signs You're Missing Sales Opportunities
    Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time. Lead Generation Sales Leads
  • ACT-ON  |  THURSDAY, FEBRUARY 18, 2016
    [Sales] 5 Proven Strategies to Rid Sales and Marketing of Bad Blood
    When your sales and marketing teams aren’t exactly seeing eye-to-eye, your overall productivity, revenue growth, and profit might seriously be suffering. In fact, companies who don’t have alignment between their sales and marketing teams could well be leaving a significant amount of money on the table each year.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 20, 2015
    [Sales] I put my Sales money where my CRM mouth is
    As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 5, 2013
    [Sales] 5 Steps to effectively use case studies in your sales presentation
    How many times have you walked away from a sales presentation muttering “I still don’t have a clue what they do … or why I should care.”. The biggest culprit is usually a sales pitch too dense with words, graphs and images to make any sense. That’s think the case study is an under-used sales technique in many situations.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 23, 2014
    [Sales] Sales and Marketing Alignment Equals More Revenue
    AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
  • BIZIBLE  |  FRIDAY, JANUARY 8, 2016
    [Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
    Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment.
  • HUBSPOT  |  SATURDAY, SEPTEMBER 28, 2013
    [Sales] How to Be a Sales Coach, Not a Sales Manager
    Almost every up-and-coming salesperson wants to grow into the job of sales manager. The job title carries a lot of weight and the position itself typically involves either running the entire sales department or a significant portion of it. The sales manager’s job is, first and foremost, as a coach. inbound sales
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Lower the Cost and Boost the Productivity of B2B Sales
    Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] A Dip Into Sales Data vs. Sales Intelligence
    Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data.
  • RADIUS  |  WEDNESDAY, FEBRUARY 24, 2016
    [Sales] How Radius Injects Marketing & Sales Alignment into our Annual Sales Kickoff
    To start the fiscal year right, we hosted our annual Sales Kickoff (SKO). The Sales, Marketing, Product, and Customer Success teams came together to discuss new initiatives, participate in motivational exercises, and collaborate across departments. Yin and Yang, Sales and Marketing. The Importance of Sales Enablement.
  • RADIUS  |  WEDNESDAY, FEBRUARY 24, 2016
    [Sales] How Radius Injects Marketing & Sales Alignment into our Annual Sales Kickoff
    To start the fiscal year right, we hosted our annual Sales Kickoff (SKO). The Sales, Marketing, Product, and Customer Success teams came together to discuss new initiatives, participate in motivational exercises, and collaborate across departments. Yin and Yang, Sales and Marketing. The Importance of Sales Enablement.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Want to grow your sales? Stop selling!
    Start helping and stop selling and watch sales grow. contact-form] This blog is written by the award-winning sales and marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. sales leadership selecting salespeople Sales Leads sales process To sell more – stop selling.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 15, 2015
    [Sales] [Infographic] 7 Steps for SaaS Sales Success
    Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses. Enjoy!
  • B2B LEAD GENERATION BLOG  |  THURSDAY, NOVEMBER 18, 2010
    [Sales] Want a Bigger Marketing Budget? Send Less Leads to Sales
    If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Watch the webinar recording.
  • STORIES THAT SELL  |  TUESDAY, SEPTEMBER 11, 2012
    [Sales] Supercharge Your Sales Conversations with Story
    We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 12, 2016
    [Sales] B2B Marketing Integration: 5 Ways to Work Better With Sales Departments
    When I worked in-house for a large client-facing B2B company, we often were frustrated at missteps and the lack of communication between the sales department and our department, which created marketing campaigns for clients. Take the time to get to know those in your sales department. Explain Goals, Metrics, and Abbreviations.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • CRIMSON MARKETING  |  TUESDAY, APRIL 21, 2015
    [Sales] How Big Data and Marketing Analytics Help Sales
    Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match.
  • SALESFUSION  |  WEDNESDAY, MAY 7, 2014
    [Sales] In This Corner – The Sales Manager
    The post In This Corner – The Sales Manager appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • ANNUITAS  |  MONDAY, APRIL 11, 2011
    [Sales] The B2B Sales Role in the New Buying Process
    I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales.  It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person). 
  • LEAD411  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Sales] Sales & Marketing Content that Doesn’t Suck
    Here is a list of Sales & Marketing pros that provide quality content that is not exhausting. His sales-focused SaaS company is exploding. Topics include Sales, Marketing and Entrepreneurship. This is a great resource to find out more about other sales startups and tools. Jill Konrath Sales Author. randfish.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] Marketing Automation: Building Trust Between Sales and Marketing
    For many in the business world, the most natural pair to put next on this list would be “sales and marketing.” This has a very real impact on any organization where sales and marketing are in opposition to each other. In all you do as marketing and sales organizations, focus on these elements and you will notice improvements.
  • ACQUIRING MINDS  |  MONDAY, MAY 17, 2010
    [Sales] Destructive B2B Sales Practices
     . New research  from McKinsey & Company  identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. high performance sales force can boost share of customer by an average of 8 to 15 percent. Blog Post on the Sales Renaissance. Tags: Sales 2.0 Comments Are Welcome.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, SEPTEMBER 30, 2014
    [Sales] Want a Nonstop Sales Boom?
    If you''ve struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She''s the author of Nonstop Sales Boom as well as a highly respected colleague. JILL: Why did you decide to write Nonstop Sales Boom now? Sales Books We''re having our best month or best quarter ever.".
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 1, 2011
    [Sales] The 8 Most Common Sales Mistakes
    I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Additionally, my colleague in Inside Sales,  Robert Krekstein  contributed this post recently on Lead Nurturing.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Increase Employee Retention in Inside Sales
    Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. While I have my own thoughts as to why we''ve managed to retain our inside sales reps, I was curious to hear my team''s thoughts as well. No one should be OK with that.
  • DISCOVERORG  |  MONDAY, AUGUST 15, 2016
    [Sales] Peaches, Netflix, and Sales Intelligence – Try Before You Buy
    So what do peaches and Netflix have to do with Sales Intelligence? have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics. We are good at our jobs, that’s why we are in sales.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Look For The 3 C's When Hiring Inside Sales Reps
    Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Are they articulate?
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